What They Still Don't Teach You At Harvard Business School Selling More, Managing Better, and Getting the Job

by MCCORMACK, MARK H.

• ISBN13: 9780553349610
• ISBN10: 0553349619
• Edition: Reprint
• Format: Paperback
• Copyright: 1990-10-01
• Publisher: Bantam

Summary

A straight-talking must-read of powerful strategies for every executive headed for the top. Written in the same no-nonsense, hard-hitting manner that McCormack brings to his own fast-paced business and management style, this is mandatory reading for executives on every rung of the corporate ladder.

Author Biography

Mark H. McCormack (1930–2003) grew up in Chicago, graduated from William & Mary College and Yale Law School and moved to Cleveland, Ohio, to begin his legal career. While practicing law in Cleveland, he began International Management Group on a handshake with Arnold Palmer in 1960, launching the modern-day sports marketing industry. IMG continues to be the most dominant agency in global sports today.
 
After publication of What They Don’t Teach You at Harvard Business School in 1984, McCormack also became a bestselling author of business advice books, focusing on practical, street-smart counsel to help entrepreneurs succeed in any business environment.
 
Through a gift from the McCormack family foundation, Mark McCormack’s files and papers were donated to the Special Collections department at the UMass Amherst Libraries in Amherst, Massachusetts.

Table of Contents

Introduction The Ten Commandments of Street Smarts	1	(4)
Selling	5	(44)
What Makes a Salesman?	5	(3)
What Makes a Supersalesman?	8	(4)
The Offer They Can't Refuse	12	(2)
How to Prepare for a Sale: Five Overlooked Questions	14	(2)
Taking Your Clients as Seriously as They Take Themselves	16	(2)
Buying: The Forgotten Half of the Sales Equation	18	(2)
Secrets of the Information Trade	20	(3)
What the Other Guy's Expenses Should Say to You	23	(1)
Don't Forget to Ask for the Order	23	(2)
Never Leave a Sales Call Without Selling Something	25	(1)
Should Your Friends Be Clients?	26	(2)
My Favorite Sales Pitch	28	(2)
The Best Technique to Win the Customer Over	30	(1)
The Power of Being "Reasonable"	31	(2)
Timing Phone Calls for Maximum Effect	33	(2)
Making an Impression Through the Kids	35	(2)
"No Brainers" I Have Known	37	(3)
Signals You Should Be Reading When You Walk Into the Room	40	(2)
So, the Client Wants to Cut Your Commission?	42	(3)
The Best Closing Technique Might Be No Technique at All	45	(2)
Find the Person Who Buys the Balloons	47	(2)
Negotiating	49	(42)
"Match-Tough" Negotiating---And How to Get There	49	(3)
When in Doubt, Delay	52	(2)
The One Thing That Must Happen in Every Negotiation	54	(1)
When Money Is the Least Important Part of a Transaction	55	(3)
Three Reasons to Walk Away from a Sale (and One Reason to Stay)	58	(3)
The Beauty of Barter	61	(1)
If You Can't Make a Sale, Make a Buy---and Vice Versa	62	(2)
How to Get More Information Than You Give	64	(3)
Handling Questions You Can't or Don't Want to Answer	67	(2)
How to Avoid the Violent Objection	69	(2)
Little Choices That Can Mean Much More	71	(1)
Developing a Killer Instinct---Without the Blood, Sweat, or Tears	71	(3)
How to Deal with Their Superiority Complex	74	(1)
You Can't Say Yes Until You've Learned to Say No	75	(4)
Make It Personal, or What I Learned from The Godfather	79	(2)
Beware the Dollar Anchor!	81	(2)
Getting Your Money's Worth from a "Mediocre Deal"	83	(3)
What Makes a World-Class Negotiator	86	(5)
Managing	91	(52)
The Importance of Building Value, Not Profits	91	(2)
Growing for the Right Reasons	93	(1)
What to Do After "That's a Great Idea!"	94	(3)
Management by Federal Express	97	(1)
Why I Prefer Winners to Heroes	98	(2)
Drawing the Career Curve	100	(4)
Some Kind Words for "Corporate Cultures"---And How to Get One	104	(3)
Break Their Life-Style, Make Their Career	107	(1)
The Mixed Blessing of Superstars	108	(1)
When Two Employees Disagree	109	(1)
Understanding the Turf Around Your Relationships	110	(1)
The Biggest Hiring Mistake You Can Make	111	(1)
How to Pick the Right Talent	112	(2)
Why Good Employees Go, and How to Keep Them	114	(4)
How to Fire People Fairly	118	(3)
Who's Driving the Company: Your Line or Your Staff?	121	(1)
In Search of the Perfect Meeting	122	(1)
Who's Who at Your Meetings	123	(2)
Taking Your Hidden Agenda Out of Hiding	125	(1)
What Small Companies Can Learn from Giant Corporations	126	(4)
Controlling Expenses: How One Dollar Misspent Can Cost You Two	130	(2)
Management by Phoning Around	132	(2)
The Hidden Costs of Profit Centers	134	(1)
Flexing Your Humility, Not Your Ego	135	(2)
What the Boss Brings to the Party (or How to Be a More Perfect Leader)	137	(6)
Getting Ahead	143	(60)
My Shortcomings	143	(2)
Where Are You Now, and Where Are You Going?	145	(2)
Finders, Minders, Binders: Which One Are You?	147	(1)
Positioning Yourself Like a Pro	148	(4)
Can You Be at One Company Too Long?	152	(1)
Are You at Your Company's Core?	153	(1)
Are You Resting Too Comfortably on Your Laurels?	154	(3)
Are You Overestimating Your Strengths, or Ignoring Your Weaknesses?	157	(2)
So, You Think You're Not Creative?	159	(1)
Get Mad, Get Even, or Get Better: Which Would You Do?	160	(2)
The Qualities of a Champion	162	(1)
Five Winning Attributes	162	(2)
Four Syndromes That Can Kill a Career	164	(3)
Ten Ways Careers Get Stalled	167	(3)
The Seven Most Dangerous People in Your Company	170	(3)
How to Manage the Boss in the Real World	173	(2)
Confrontation Without Tears	175	(2)
Taking on the Boss	177	(1)
Employment Contracts: How Good Are They?	178	(2)
Salary Discussions I Can Do Without---and Two That I Can't	180	(2)
The Double Life of Salaries	182	(2)
How to Find Your First Great Job (or What Every Graduate Wants to Know)	184	(4)
Working for Nothing	188	(1)
What Really Happens to Resumes	189	(1)
Make a Big Impact with Little Opportunities	190	(1)
Fine-Tuning a Code of Ethics	191	(3)
The Three Most Stressful Situations in Business	194	(2)
The Good and the Bad of Doing Good	196	(1)
It Isn't Just Business with the Japanese	197	(2)
The Five Attributes of a Leader	199	(4)
Getting Organized	203	(24)
Time Management to Tilt the Calendar in Your Favor	203	(4)
A Week in My Life	207	(5)
Time Bombs That Can Blow Up Your Carefully Structured Day	212	(3)
Taking Control of "Transition Times"	215	(2)
How to Dodge the Overprotective Secretary	217	(2)
Breaking Through to Superbusy People	219	(3)
What "Talk To" Files Tell Me and My Employees	222	(1)
Getting On and Off the Phone	223	(2)
Leisure Time: The Most Poorly Managed Time of the Day?	225	(2)
Communicating	227	(30)
How to Write Persuasive Memos	227	(4)
Great One-Line Memos	231	(1)
A Tale of Two Memos	232	(1)
Writing Proposals That Get Read	233	(1)
The "Let's Not Bother the Boss" Syndrome	234	(1)
"Let's See, What Did I Do Wrong?"	235	(1)
Letters I'll Ignore	236	(3)
Learn to Speak Less and You're Only Halfway Home	239	(2)
Why We Misread Body Language	241	(2)
Ending the Endless Conversation	243	(1)
Perfect Pitch: Finding the Words That Sell	244	(3)
How to Handle the Press on Your Terms	247	(3)
How to Look Good on TV	250	(2)
Where Do You Get Your Information?	252	(3)
Rating the Medium, Not the Message	255	(2)
Getting the Job Done on the Road	257	(22)
The World According to Clerks	257	(3)
The Danger of "Junk Travel"	260	(2)
Getting Your Money's Worth from Hotels	262	(2)
A Code for Frequent Flyers	264	(3)
Taking Control of Time Zones	267	(2)
How to Tame a Rude Restaurant	269	(3)
Finding the Power in the Power Lunch	272	(2)
The Care and Feeding of Friends and Clients	274	(5)
Enterpreneuring	279	(18)
The Entrepreneur Test	279	(3)
Putting Reality Back into Business Plans	282	(2)
What Do Successful Entrepreneurs Have In Common?	284	(1)
When the Boss Should---and Should Not---Get Involved	285	(1)
Line Extension: Growing Your "New, Improved" Company	286	(2)
Acquiring Businesses That Will Help You Grow	288	(2)
Coming in Loud and Clear to Your Employees	290	(2)
Four Reasons Why Your Business Should Not Be Like Mine	292	(5)
Epilogue Do I Follow My Own Advice?	297